Human Resources / Talent Management Solutions Expert Seller

Job description

This role is responsible for selling the IBM HR/Talent Management SaaS offerings and services utilizing consultative solution selling approaches. The HR/Talent Expert seller is in charge of the IBM Talent Management Software portfolio including Watson Talent, Talent Assessments, Talent Frameworks and Talent Acquisition. This includes prospecting new business in HR/Talent Management sales channels, servicing existing customers and developing positive client relationships. It is important to understand and differentiate IBM's HR/Talent Management products and services from the competition.

This is a solution sales role, incentive is absolute sales plan.

To progress and close HR/Talent opportunities we need to:

- identify new leads in new business & existing territories
- upsell and nurture existing clients and account management
- articulate the benefits of using Artificial Intelligence in Human Resources
- calculate and communicate the ROI for the client
- validate and qualify sales opportunities with sense of urgency
- be familiar with software as a service
- be a trusted advisor for contacts in Human Resources and Talent Management
- build and leverage the industry ecosytem, influencers and gate keepers

Auto req ID

188322BR
Required Education

High School Diploma/GED
Role ( Job Role )

Solution Representative-Brand Specialist (SW)
State / Province

LONDON, CITY OF
Primary job category

Sales
Company

(8660) IBM United Kingdom Limited
Contract type

Regular
Employment Type

Full-Time
ERBP

Yes
Is this role a commissionable/sales incentive based position?

Yes
Travel Required

Up to 50% or 3 days a week (home on weekends - based on project requirements)
IBM Business Group

Collab Sols
Preferred Education

Bachelor's Degree
City / Township / Village

LONDON
EO Statement

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
Required Technical and Professional Expertise

- Solution point of view and industry acumen - Deep knowledge in industry or technical domain (i.e. demonstrate the capabilities and value of our solutions to clients).
- Able to execute the sales process from prospecting to close, though consultative selling methods. This includes aligning with and influencing LOB Buyers and Influencers by continuing to enhance existing relationships with decision makers and building new relationships. (In tech proven ability to generate OI // Sales consistent track record of delivering on revenue and signings targets).
- Able to differentiate IBM HR/Talent Management solutions vs. the competition through expertise in the domain (ie deliver first hand client references).
- Executive presence - Demonstrated ability to call on and build relationships C level executives.
- Challenger / Hunter - New Logo Focus - track record of winning business in new accounts and with new clients.
Country/Region

United Kingdom
Preferred Technical and Professional Experience

- Capable of delivering a personalized day in the life demo to line of business leaders. This means you can successfully personalize the generic demo for the client using their vernacular, process names, job roles, etc... and tell your story from their POV so they can see how the IBM capabilities transform the way they do business.
Secondary Job Category

Solution Sales
Eligibility Requirements

Eligible to work in UK.
Position Type

Professional
Early Professional Track

Seller